Sales
Leadership, Product and Tools, Sales
How to set commission rates for SaaS salespeople
Now that we’ve set the quota for a salesperson, it’s time to talk about how to set commission rates. In the past, our CEO AJ Bruno wrote about his favorite...
Sales
How to position yourself for a great inside sales career
As new tools make the world more interconnected, inside sales has gained momentum over traditional outside sales. In fact, today’s busy and hyper-educated buyers want to engage virtually in almost...
Sales
[Free resource!] What skills do you need to grow your sales career?
When you’re just starting a career in sales, the amount of information being thrown your way might make you feel like you’re drinking from a firehose. Between the company-specific product...
Sales
Free guide: How to Build the Sales Career You Want
Congratulations on choosing to explore the opportunities of a career in sales, how exciting! A sales career will offer you constant, unique challenges and put you in charge of your...
Sales
How do I track my sales commissions?
For those who work in sales, one of the most important aspects of your job is your commissions. We’ve learned in a previous post that there are various types of...
Sales
What is sales compensation? Here are the basics
Are you just beginning your career in sales and struggling to understand your sales compensation plan? Or, maybe you manage a team and are looking for sales compensation plan examples....
Sales
A sales rep’s secret weapon: product knowledge
Imagine, after weeks of trying to get in touch with the right person, that you’re finally talking to a potential customer that could make a big purchase. You’ve done a...
Leadership, Sales
My favorite sales books
I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth. I can’t pick...
Sales
What resources can help you advance your sales career?
Whether you’re just getting started in your sales career or you’re a seasoned pro, there’s one inescapable truth: success requires constant improvement and adaptation. Even the highest-earning sales reps can’t...
Sales
How to find a sales job where you can be successful
Where you work can make or break your success as a sales professional. But finding the right sales job isn’t as easy as it sounds. Too often, salespeople work at...
Sales
Perfecting the art of the follow-up email
Whether you’re trying to get in touch with a decision-maker, schedule a demo, or move a deal along, it’s important to stay in contact and keep your company top of...
Sales
Does cold calling still work?
It was my second day in the office back in 2008. At the time, we were expected to make 50-60 cold calls to PR professionals, and I was having a...